TERRITORY MANAGER (OUTSIDE SALES) - Mid Atlantic
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The Territory Manager (TM) is responsible for delivering the sales strategy to accelerate revenue growth within the "High Growth" customer segment. This customer segment consists of existing IEWC customers that offer the greatest overall growth potential and the best opportunity. The TM has complete account ownership and is responsible for growth and profitability.
Create meaningful business relationships deep within the organization with many key decision makers, influencers and stake holders.
Challenge the status quo through value selling activities that provide key insights into their business and markets served that offer value to the customer and position IEWC as the preferred supplier.
Establish themselves and IEWC as trusted advisors through providing differentiated business solutions and best in class service and support.
Develops specific strategies that align specific IEWC solutions to drive down the customer's total cost and establish IEWC as the preferred business partner.
Develops customer loyalty through being an effective teacher to the customer and enhance the customer experience with IEWC.
Directly manage their account base to achieve the annual sales plan.
Achieve objectives around customer profitability.
Fully leverage LINK (CRM) to manage their opportunity pipeline.
Utilize the commercial reports to analyze their accounts with regards to performance and activities.
Be an expert in their customer's business by gaining a deep understanding of their internal goals, objectives and processes as well as their external environment including their key markets and customers.
Develop meaningful business relationships with key suppliers to leverage their expertise, gain their support and create mutually beneficial business relationships.
Create a robust opportunity pipeline and focus on increasing our win rate percentage, maximizing our average deal size and increase the velocity within the pipeline (shorten sales cycle).
Effectively negotiate to win new business at the highest margins.
A Bachelor's degree and three years or more of related sales experience; or a combination of education and experience.
A valid driver's license.
Must have a four door sedan type vehicle (car allowance is provided).
Knowledge of principles and methods for showing, promoting and selling products and services.This includes marketing strategy and tactics, product demonstration, sales techniques and sales control systems.
Ability to travel 80% or more in the field (local travel in most cases).
Ability to work from home office setting.